| Abstract | Vietnam's cement industry has a history of over 100 years, starting from Haiphong Cement Plant which was established in 1899. From 1991 to now it is the period of quick development of the cement industry in Vietnam. After 20 years, the total design capacity has increased 13 times, and Vietnam becomes a leader in cement production in ASEAN. In 2011, the total cement supply was 65 million tons while the total demand was 53 million tons, supply has exceeded demand. The economic difficulties of the first five months of 2012 had a serious impact on all activities of the cement industry. First 5 months of 2012 cement production reached 19.000 million tons, down 16.80% compared to the same period in 2011 (22.200 million tons), cement consumption reached 19.000 million tons, down 7.8% (20,500 million tons ) compared to the same period in 2011. Production and consumption reduction, but on the contrary, the production capacity of the industry (design capacity, production volume) increased about 10% compared with 2011. In 2012, the cement sector has a capacity of about 71 million tons and output is expected to reach 60 to 62 million tons, while the domestic demand in 2012 is estimated at 47 - 48 million tons and export is about 7-8 million tons. Both two sources bring a total consumption of 54÷56 million tons. Therefore, there is an excess of 6 million tons of cement in 2012. In this environment, every cement company build their strategy to get market, increase sales quantity and profit while reduce its cost of production. Vicem Hoang Mai cement joint stock company (Vicem Hoang Mai) is not an exceptional. For sustainable development, Vicem Hoang Mai has built the company’s strategy to adapt with the situation. The company strategy remains in many portions and aspects in which the improvement of organizational structure and management as well as sales and distribution network is one of the important aspects of company strategy. This research analyzes the organizational structure, management, sales and distribution network of Vicem Hoang Mai and then Author proposes some solutions to improve the business performance of Vicem Hoang Mai. |